The Client-centred Blog

Welcome to The Client Centred Blog; Free content that shares a fresh approach to thriving as a financial professional in a rapidly changing environment.

This blog has its foundation in a new understanding of the human mind that gives you the ultimate platform for creating better results, thriving under any circumstances and living the life you want.     

I invite you to explore the materials, reflect upon how it relates to you and your business and enjoy the benefits.

How to move from hating selling to loving selling

How many professional people hate selling their services or feel uncomfortable with it in some way? My experience is quite a lot. Many advisers have shared with me the fact that they love working with their existing clients but do not particularly enjoy the process of client acquisition. Sales training programmes often have it back…

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Growing your business in the quickest, most efficient way possible – Here’s how

Something extremely valuable I learned from my coach is that every system is perfect for the result it creates. For instance, … If you are only getting half of the business that you want, then your current system is perfect for that result. If you are working fifteen hours a week more than you want…

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The three levels of client commitment

It seems to me that commitment is an essential ingredient for success. Not commitment as some form of hard discipline that you must force yourself to endure. But rather commitment as an inner knowing that, “I am doing this because I want to, it is important to me and worth the investment of what it…

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What is the highest value your clients can get from you?

A few years ago, I attended a conference in Oslo and one of my memories is of Dr. Aaron Turner making a particularly powerful point. Aaron shared a story about a time he was holidaying in Hawaii with his family. They were spending some time on the beach and he was standing in the sea…

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The miracle of time and attention

“When you learn to stop stopping you will achieve virtually any goal you ever set.” Dusan Djukich, Straight Line Leadership The path to the accomplishment of a goal is rarely a straight one. It is perfectly normal to go ‘off course’ because how can we anticipate everything that can happen in future before it has…

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Getting new clients – the only obstacle

It seems that the process of acquiring clients is the number one challenge for many advisers (and most other professional services businesses too). Why is it such a challenge? It is not for the reasons that most people think. I was working with a client who was based in South London and he told me…

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Stop worrying about your value

Many practitioners seem to waste time worrying about their value. It is one of the reasons people take qualification after qualification. So they can feel worthy. I have often spoken with advisers who say things like, “I can’t go and speak to xxx (high net worth, professional connections, etc.) because I don’t have xxx qualification”)….

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The inescapable truth about selling your services

Although the word ‘selling’ can conjure up negative thoughts in some people’s minds the fact is that all commercial businesses are selling products or services. Your ability to ‘sell’ your services is one of the most significant factors (if not THE most significant factor) in building a thriving practice. Yet for many advisers, it is…

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The most-read blog posts of 2019

I was looking back over 2019’s blog posts and I wanted to share the 5 most read with you again. You never know which ones are going to have the most reads and sometimes it can be a surprise. I enjoyed re-living the inspiration for each one and hope you enjoy them. Here are 2019’s…

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Should you take notes when in conversation with a client?

Should I take notes when in conversation with a client? This is a question that comes up regularly in my coaching sessions and group programmes and I think it is a good one. So, here are some thoughts on this. Clearly, an important part of the adviser and client relationship is the gathering and recording…

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